Key Account Manager

We are seeking a proactive and results-driven Key Account Manager to join our team. This role focuses on managing key accounts and identifying new business opportunities within the Power Generation sector. The ideal candidate will possess a blend of account management skills and sales acumen, with technical expertise in heat transfer solutions. A proven track record of building relationships with key industry players is essential. This role emphasizes both nurturing existing client relationships and seeking new business, leveraging the 80/20 principle, value-added selling, and differentiated service models within a structured sales process.

• Account Management (Primary focus): Develop and maintain strong relationships with key accounts in the Power Generation sector. Ensure client satisfaction, address their needs, and manage ongoing projects to deliver exceptional service and value.
  • Account Planning: Create and manage comprehensive Account Plans for key clients, outlining strategies for engagement, growth, and relationship management. Tailor approaches to meet the specific needs and objectives of each account.
  • Opportunity Planning: Develop detailed Opportunity Plans for new business prospects, including goal-setting, timeline management, and resource allocation. Strategize to address client pain points and demonstrate the value of our solutions.
  • Pre-Call Planning: Conduct thorough Pre-Call Planning for client interactions. Research client backgrounds, review previous interactions, and outline key discussion points and objectives.
  • Proposal and Negotiation: Prepare and present compelling proposals that showcase our unique value propositions. Negotiate terms and close deals with a focus on achieving mutually beneficial outcomes.
  • Reporting and Analysis: Maintain accurate records of sales activities, pipeline status, and client interactions. Analyze data to measure performance, identify trends, and adjust strategies to maximize impact.
  • Value Added Selling Integration: Develop sales strategy using unique differentiators that set our solution apart based on audience and opportunity. Identify and create solutions that benefit key decision makers.
  • Differentiated Service model: Prioritize genuine and personalized communication and responsiveness to our clients.
• Relationship Cultivation: Become the Trusted Advisor of the customer for Modine. Be the advocate for both sides of the relationship.
  • Face-to-Face Trust Building: Engage in face-to-face meeting to build trust.
  • Industry Events: Participate in industry events to network and build relationships.
  • Customer Visit Coordination: Coordinate customer visits to enhance relationships.
• Business Development: Identify and pursue new business opportunities within the Power Generation market, focusing on key industry leaders. Apply the 80/20 principle to prioritize high-value prospects and generate new leads.
  • Client Engagement: Build and sustain strong relationships with decision-makers and influencers. Utilize value-added selling techniques to understand client needs and provide customized solutions that enhance ROI.
  • Technical Expertise: Leverage extensive knowledge of heat transfer technologies to effectively communicate product benefits. Serve as a technical consultant to provide expert advice and tailored solutions.
  • Sales Strategy: Develop and implement strategic plans for both key accounts and new business prospects. Use insights from market trends, competitor analysis, and customer feedback to refine strategies and drive growth.
  • Collaboration: Partner with internal teams, including engineering, project management, and customer support, to ensure smooth delivery and exceptional service. Provide feedback to improve product offerings and service models. Provide commercial leadership and internal/external meeting cadence.
  • Market Analytics: Support Business Development leader with insights and intelligence from customer interaction, industry publications and general market knowledge and create insightful data and trend analysis to aid in future growth opportunities.

• Bachelor's degree in Mechanical Engineering, Business Administration, or a related field. Advanced degrees or professional certifications in technical sales or business management are a plus.
• Experience: 7+ years of experience in technical sales and account management with off-highway OEM's or similar with long sales cycles. Demonstrated success in both managing key accounts and pursuing new business.
• Technical Knowledge: Ability to articulate complex technical information clearly and persuasively. Strong understanding of heat transfer technologies, applications, and industry trends is a plus.
• Skills: Excellent communication, negotiation, and presentation skills. Proven ability to apply the 80/20 principle, engage in value-added selling, and use differentiated service models. Experience with Account Plans, Opportunity Plans, and Pre-Call Planning.
• Attributes: Self-motivated, results-oriented, and adept at balancing account management with business development. Proven ability to thrive in a fast-paced, target-driven environment.